History can teach us a lot about how to close sales. Hercules had twelve challenges. The first was to bring back the skin of the fierce lion which is equivalent in our world, to getting the order or making the sale.
In an attempt to capture the lion Hercules, from a distance first took out his bow and shot an arrow at the lion which bounced off. This is equivalent to sending out a proposal from a distance and not having anything happen.
When Hercules realized his efforts with the arrow failed he then took a club which was his follow up move and went after the lion. He struck the lion and the club broke. This is also representative of the follow up stage in the sales process. The quote is sent out, you don’t hear from the prospect and you follow up.
When Hercules followed the lion into the cave and grabbed the lion by the neck he was able to kill the lion and was successful. The going into the cave is equivalent to getting involved with the prospect and building a relationship. When Hercules had the lion by the neck, the lion clawed at his body and tried to fight him off. When you are trying to set an appointment, get to know the prospect, are attempting to get closer the prospect fights off a meeting. You will hear just send me the proposal. I don’t have the time to meet.
We can learn a lot from Hercules. He shot the arrow and missed. Hercules used a club still from a distance and that didn’t work. He got very involved when he wrestled the lion. So, don’t send out quotes (shoot arrows) and then follow up. Get in to the cave with that prospect which is their office, build a relationship and close the business.
In closing you are not in the business of sending out quotes. That is not where the job ends. You are in the business of closing business.
Hercules did not come back to his home land until he was successful. He did not blame the arrow or the club. He got involved. He learned from his failures, and did not quit.